Sales Manager – Us [Maritime Technology]

We are seeking a Sales Manager to join our client, a publicly listed and leading company in the maritime intelligence and predictive analytics industry, and the world's sole provider of comprehensive solutions in the maritime sector.

Their mission is to empower customers with actionable insights into the global maritime ecosystem, allowing them to take control of risks ahead.

The role of the Sales Manager for the North American supply chain is to build and maintain relationships with relevant customers in the supply chain market: freight forwarders, importers, and exporters. This position will require a hands-on approach to achieve the sales quota. The company’s AI-powered solution is unique in the industry and has already garnered some impressive customers outside of North America.

The ideal candidate is capable of leading sales in a new territory with a new offering, from penetration to closing deals, while collaborating with other departments and stakeholders at the company to share market feedback on products and services.

Job Responsibilities

• Create and implement a penetration plan for each relevant department at targeted accounts (replacing the current vendor or adding company solutions)
• Understand customer’s current relevant operations, workflows, and unmet needs
• Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts
• Participate in webinars, virtual and in-person events to learn about the market and become familiar with its ecosystem
• Closely collaborate with the relevant Product, Business Development, Marketing, and Customer Success team members.
• Develop and close the first customers in a new territory
• Provide leadership and direction to key supply chain prospects to create maximum client engagement and deep, strategic relationships
• Interface and align with the other commercial directors
• Closely coordinate company executive involvement with customer management
• Enlist the support of Solution Experts, SDRs, Customer Success resources, and other Sales and Management Resources
• Coordinate the involvement of company personnel, including management resources, in order to meet account performance objectives and customers’ expectations
• Proactively lead a joint company-account planning process that develops mutual performance objectives, financial targets, and critical milestones for a short and long-term period

Requirements

• Experience developing and leading client relationships
• MUST: 5+ years’ experience in selling SaaS solutions to the supply chain market (freight forward and/or shippers)
• ADVANTAGE: Familiar with MEDDPICC sales process and Salesforce CRM
• ADVANTAGE: Has strong relationships with forwarders and/or shippers across North America
• ADVANTAGE: Experience at a freight forwarder (freight forward/shipper company)
• Curiosity and an entrepreneurial mindset
• Excellent communication and presentation skills
• ADVANTAGE: Experience working at a startup/scale-up company developing new markets for new solutions
• Willingness to travel to visit clients and prospects